VP, Segment Sales

WestRock Company • Atlanta, GA • 12h ago

The Opportunity:

As VP, Segment Sales, you will be instrumental in strategically driving profitable growth, responsible for nearly $1 billion annually in sales.

You will be responsible for understanding the profitability of your region relative to base, growth, attrition analysis, and year-over-year account progress. In addition, you will work closely with the area manufacturing teams to understand and sell open machine capacity and value-added capabilities.

How you will impact Smurfit-Westrock:

Drive profitable growth in the corrugated segment faster than the market by partnering with internal teams to define strategy, shape goals, and deliver results.

Lead the Team to deliver results by executing on weekly, monthly, quarterly, and annual sales targets.

Lead monthly cadence calls with extended group of sellers focused on growth opportunities.

Ensure that pipelines are robust, accurate, and effective to drive growth.

Engage in key customer meetings, contract negotiations, prospect development, local training and sales rep development, industry trade shows and participation in industry councils.

Organize and help facilitate Quarterly Business Reviews and contribution reports with key customers to insure we are\u202F"Locking the Base and Growing the Pond."\u202F

Increase margins and differentiation % by delivering value to customers via innovative, unique products and solutions.

Understand market dynamics and business drivers that define long-term commercial strategies to WIN in the food service segment.

Develop working relationships with other Smurfit WestRock divisions to create opportunities for additional revenue streams across the enterprise capabilities.

Communicate market segment activities team results with senior leadership.

Collaborate with customers and manufacturing facilities to balance demand and supply.\u202F

Directly lead negotiations with large food service accounts and work with sales reps on smaller accounts to secure the business and maximize the margin potential.\u202F

Work with sales reps to identify value propositions for accounts.\u202F

Navigate and position Smurfit Westrock through the complexities in areas such as the Food service Supply Chain, for example: Restaurant chains, food service distributors, brokers, distributor earned income, restaurant chain rebates, and restaurant limited time offers.\u202F

What you need to succeed:

Bachelor\u2019s degree or equivalent experience

Minimum 10 years\u2019 corrugated packaging experience is preferred.

Minimum 5 years\u2019 direct sales experience related to food service markets.

Extensive background in corrugated manufacturing operations with key understanding of all aspects of corrugated production, machinery limitations and design

In-depth knowledge of restaurant chains from white tablecloth to QSR and the food service distributors that serve them in all parts of the USA and Canada.

Strong leadership skills and experience managing a multi-disciplined resource team.

Excellent leadership and collaboration skills to work directly with Senior level Sales and Marketing executives internally as well as Areas Sales Leaders and Operation Leaders

Strategy-minded individual with proven negotiation skills

Strong interpersonal and networking skills with ability to interact and entertain seamlessly with C-suite level management in the food service industry (top shop)

Strong presentation and relationship building skills.

Self-starter that possesses high energy, strong competitive drive, and high level of personal and professional accountability to deliver superior results with limited oversight

Willingness to travel nationwide on an up to 75% basis.

What we offer:

Corporate culture based on integrity, respect, accountability, and excellence.

Comprehensive training with numerous learning and development opportunities.

An attractive salary reflecting skills, competencies, and potential.

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